Customer Marketing Manager HVAC-R

Responsibilities

This position reports functionally to the Customer Marketing Leader FGFD (Fixed Gas and Flame Detection), International and is responsible for all customer-facing marketing activities for our HVAC-R detection product line and core markets that will support MSA's profitable growth. This includes developing local go-to-market strategies to drive thought leadership and generate demand, actively collaborating with Strategic Product Line Managers and Marketing and Communications (MarCom) teams and providing support to the commercial organizations. The Customer Marketing Manager HVAC-R will:

• be accountable for the demand generation and gross margin expansion Marketing programs, Sales and Channel Partners training & upskilling, new product launches, market intelligence gathering and product expertise in the region.
• lead and support MSA's communication strategy locally: lead generation campaigns, face to face and virtual exhibitions, offline & online media plan, brand engagement and other marketing activities & lobbying.
  
  

In order to meet these expectations, this position requires expertise in understanding various customer personas within the HVAC-R segment across the regions, educating teams on the complete buying process and uncovering key customer pain points to create powerful and differentiated value-selling messaging for our customers, Develop go-to-market strategy and implement Demand Creation Programs to ensure profitable revenue growth of the HVAC segment

• Align with Sales to define business development targets and drive profitable revenue through demand generation activities in cooperation with the MarCom, Sales, Channels and Product Line Managers (PLMs): lead generation campaigns, product reviews, case studies, success stories & customer testimonials.
• Provide strategic guidance in the selection of virtual and face to face events, seminars, conferences, and key-customer presentations for selected target markets.
• Determine key marketing collateral investment within assigned market and product areas.
• Collaborate with the MarCom/Web team to strategically initiate, integrate and leverage demand creation tactics and tools including emailing, SEM, SEO social media and other digital media.
• Develop and proofread marketing content with support of PLMs and Marcom teams to enable an efficient promotion of our Core product lines (i.e. web and landing pages, product demonstration videos, whitepapers, seminar/webinar/exhibition materials, product trials etc.).
• Establish contacts with the main safety/automation/engineering organizations to influence opinion leaders and increase brand awareness in industry
• Ensure communication and maintenance of marketing-related information to Channel Partners and drive adoption: distributor newsletter, MSA App etc.
• Support the creation of Channel Marketing Programs in collaboration with Sales Managers which include upskilling CPs and generate demand
• Monitor business success and effectiveness of all Marketing activities through the definition and tracking of clear Key Performance Indicators (KPIs), and adjust tactics or initiatives to improve performance as needed
  
  

Manage the HVAC-R Product Plan to support customer acquisition/retention: introduce HVAC-R solutions, apply pricing policies and drive engaging content strategy

• Use regional inputs gathered through market research to build segment expertise
• Create HVAC-R Marketing tools integrated in communication campaigns to effectively promote MSA's value proposition to the Sales team, Channel Partners and end-users to generate leads: product webpage, sales enablement tools, application notes, white papers, editorial content, application guides, product leaflets etc.
• Ensure proper cross media representation of products and solutions in selected segments.
• Provide technical and pricing support to Sales and Customer service when needed
• Support PLM/MissionOps on forecasting activities for NPD launch plan and communicate product discontinuations
• Support annual pricing process to maximize demand and profitability
  
  

Keep a "real-time pulse" on market conditions, competitive activities, industry and technology trends

• Provide market and data analysis in a manner that enables the organization to act
• Provide insight into competitive activities, market changes and new market opportunities
• Stay abreast of market trends and competitive landscape through all available resources (online, trade publications, industry reports).
• Conduct intelligence data gathering by performing VOC in collaboration with PLMs to provide decision support regarding market opportunities and related marketing initiatives.
• Be an active member of Community of Practice to share and exchange marketing related information.
• Active participation on local safety product and/or market segment standard committees.
  
  

Minimum of 3 years of Marketing experience in HVAC-R detection and/or Fixed Gas and Flame Detection

• Minimum of 3 years of business experience with the EMEA and/or APAC markets
• Deep knowledge of standards and regulations of the HVAC-R industry
• Exemplary value-based communication, organizational, critical thinking, strategy development and project management skills.
• Demonstrated ability to understand customer needs, to translate them into differentiated value-selling solutions and to communicate them throughout the organization.
• Ability to work effectively in a multicultural and cross-functional environment
• Proficiency in MS Office (Word, Excel, PPT etc.)
  
  

Experience (preferred):

• Good technical writing skills
• Trainings face to face or virtually
• Digital Marketing
• Brand management
• Product line management experience (industrial, cloud-based technology)
• Ability to understand evolving technologies as a source for customer solutions and competitive advantage.
• Experience with CRM systems, such as Salesforce.com
• SAP ECC experience
  
  

Education (required):

• Bachelor's degree in Marketing, Business or Engineering
• Fluent in English
  
  

Education (preferred):

• Master's Degree or MBA
• Additional European language skills in addition to English
• SaaS experience and aptitude
  
  

Are you someone who is passionate, motivated, and driven to make a difference? If so, MSA Safety is the perfect fit for your career.

At MSA, SAFETY is who we are AND it is what we do. We are a purpose-driven company committed to deploying innovation and technology to deliver on our Mission to help protect people and assets all around the world. We continue to be relentless in our pursuit of solving our customers greatest problems so they can go home safe each and every day.